In our previous three week 'journey' through the development of computer auction livestock sale by description, we have talked about all of the research, trials and early use of different technologies emerging.
Producers who had 'driven' the energy for change knew they were better off. Stock were assessed, sold, slaughtered - valuable feedback identified what buyers paid premiums for. They identified agents who saw better potential for their producer clients – not just ease of commission earned.
We have seen selection and training of the CALM 'field' team, whose role was taking the concept and operation from assessment to successful sale and delivery of livestock.
The last NELCM sale was held October '86. CALM 'developmental' cattle sales began in November – producers, buyers, agents and assessors who had been part of the first five years moved easily into the 'similarities' of CALM and easily adapted as our system was fine tuned into early '87. A great way also, to train new recruits – especially producers – who quickly saw benefits.
Let's hear from someone who did it – Danny Wilkie:
“In the first development CALM sale in November 1986, I assessed steers for Phil Pavers. The agent was Dennis Brosnan, Elders Inglewood. The buyer was Leigh Richardson of Stock Traders, a great supporter in those early days operating at Cannon Hill. A fellow from Elders Brisbane office was there,who become an assessor and trainer - John Guilfoyle.”
Remembering 'JG' from my own CALM days as a very precise operator, I spoke to John Robbins who confirmed that JG became 'special project manager' of Elders Queensland, which included CALM assessment and marketing. People don't change, they just get better.
Another success story is Col Campbell, who for 14 years has been Landmark CALM/Auctions Plus coordinator, based at Rockhampton – over to you Col:
“I did my first assessment course with Bob McGuire – CALM field manager Rockhampton. I was young - I wasn't going to be told how to market stock! After a while this new system was getting a go on, and I attended another course with Gino Garbellini, another CALM field manager. I went away to give it a go and Bob McGuire was a big help to me locally. I assessed a lot of stock for Mick Chittick at Richmond. He rang, ‘Hey Col, I've got 3,500 weathers to assess- give us a hand.?' I assessed the sheep - they sold very well so Mick was on the phone to more clients, whose sheep we assessed and sold at great prices. Three weeks later, we had assessed and sold 22,500 sheep.”
Bob Jamieson, Bob Jamieson Agencies and Bruce Birch, Ray White Rural are two young and results-minded livestock agents using AuctionsPlus to make a stronger marketing plank for their businesses. Both saw there was an opportunity for them to offer more options in marketing and the greater competition.
Both have succeeded in building producer confidence in their ability to gain results in AuctionsPlus, and with the close and professional help from the AuctionsPlus team, have seen their businesses grow considerably.
CALM launch sale on the 1st July, 1987, saw the real start of CALM.
1458 cattle offered (293 from Qld, 423 from NSW, 100 from Vic, 32 from Tas, 88 from SA, 222 from WA and 300 from NT). The sale featured large variety of breeds and classifications. CALM was ready for business.
Over the next few years, the uptake of this new marketing option was at best steady. Despite many successes and an increasing number of producers who saw CALM as an effective tool in marketing and increasing buyer interest and participation, the agency industry generally was far from convinced.
In store cattle and sheep offerings, a less complex experience attracted more acceptance. The system was tweaked to make a few of the past issues easier to work with. A growing demand for well bred and suitable weight cattle into feedlots also attracted favour. As many found, sheep in large numbers worked on CALM. And so numbers began to grow. A Windows based application developed to Internet access saw great gains.
During a restructure of the AMLC during 1996, CALM was separated from the AMLC and formed into a new company - CALM Services Pty Limited. Over time, CALM became a saleable asset, which quickly saw it owned by the agency industry. In 2000, CALM Services changed its name to AuctionsPlus Pty Limited and set about making the system easier to use and less focussed on slaughter stock as had been the original design. Anna Speer and a young technologies staff saw quick results, building on the strong and solid base set by NELCM and CALM.
Right from 1981, there had been no doubt a wide range of benefits in an interactive computer auction would attract use from a wide range of interests. And so it has proven to be.
Those of us who were in the thick of it from 1981, through all the time, effort and often blood, sweat and tears over so many years, never doubted the basic concept would be a huge success.
I can speak for many who pay a great tribute - not only to the 'pioneers' of the past, but those who persisted and proved that producers, agents and buyers can all benefit from more knowledge of each others business needs.
From a personal perspective, I am delighted to see the success now demonstrated in the wide ranging and diverse business opportunities in AuctionsPlus and am so thankful I have lived to see it happen.
- Dennis Scanlon was CALM’s national livestock manager from 1986/90.
- Many thanks to Dennis for his contributions over the past four weeks
